Two additional key components to an effective sales preparation ( from the very many more that exist) are:
1. Not only do you need to know your customers profile and needs, but even more important is that the customer knows and believes that you understand. The customer will then believe that you are attempting to match a product to that need and not trying to sell whatever are the only things you have. Best way to assure confidence is to engage he customer in such a way that he tells you about himself as it relates to your field of product or service- Have a small set of prepared questions to choose from.
2. Overcome the objections. Many sales are lost because of an unanticipated or insurmountable objection. Role play the objections. Prepare answers. Avoid mine fields if they are minor issues.
3. Customize your presentation. Use some of the learned data from practicing 1 and 2 to color your sales presentation to that particular customer.